Drivers and Amiables are often noted to be at opposite ends of the behavioral style continuum. While Amiables are focused on the relationship with their counterpart, Drivers are results-oriented and focused primarily on the bottom line. Drivers have a strong concern for outcomes and when ruthlessly pursuing their goal, may become shark like. They tend to be impatient, have little need for detailed information, and want to move the negotiation to closure quickly. Drivers are self-confident, assertive, and when feeling cornered, may become aggressive in their tactics. While both the Amiable and the Driver have a need to achieve a positive outcome, for the Driver, winning is all important.
Preparation is critical when negotiating with a Driver. Know your bottom line. Be prepared and keep your interactions focused on business. This will help you remain assertive, direct, focused and succinct. We are fond of saying, "You can tell a Driver, but you can't tell them much, so don't try." Instead, ask questions that allow Drivers to discover solutions and suggest acceptable alternatives. Understand that when negotiating with a Driver, however ruthless your counterpart becomes, it's not personal, just business from the Driver's perspective.